Go-To-Market Strategies, Teams & Tactics

Looking for a leadership role with an emphasis on technology, transformation, and growth

One Wall Street #608

New York, NY 10005

PROFESSIONAL EXPERIENCE

JUSTLY Markets, Ideanomics, Chief Marketing Officer, New York, NY 2021-Current

Established branding, messaging, and demand generation strategies for this capital markets startup division of an electric vehicle & charging systems corporation listed on the NASDAQ. As a FINRA-registered broker-dealer, implemented inbound and outbound digital marketing programs and events to attract both investors and companies looking for investments. With a budget of ~$500K, led workflow integration of sales, compliance, operations, & marketing, and implemented lead nurturing streams and pay-per-click initiatives to grow the database from 3,000 to 150,000; increase daily website visitors from 50 to 2000; and support the deal pipeline from 0 to 40.

Ani Marketing Service, Fractional Marketer, New York, NY 2020

Changing Market Strategies, sales and marketing consulting services to electronic trading financial market participants, and technology providers

- Accordo, a governance, risk, and compliance (GRC) tool, or compliance program dashboard

- Elsevier Publishing, indexing and organizational systems for university research

- Seven Dimensions Health, outsourced health and wellness services

- Middle Link, Nish Niche, an online artisanal fashion boutique

- Shinbone Alley, online retail marketer for curated household and personal accessories

The AIS Group, VP of Marketing & Operations, New York, NY 2019

Responsible for demand generation and customer support at this recently reorganized privately-held, California-based $25M sales & service firm for Microsoft Dynamics 365 Business Central & Infor CloudSuite Industrial. Priorities include transition from manual to scalable, automated pre- and post- sales processes including customer upsells, prospect telemarketing, pipeline management, help desk tickets, subcontractor hiring renewals, and client invoicing. Facilitated 30% movement in the sales pipeline.

Sussman Sales, Marketing Director, New York, NY 2018-2019

Developed and implemented the launch plan to separate the publishing division from the main distribution business of this $20M privately-held company by researching market needs, providing product feedback, recommending development pipeline, supporting channel marketing efforts, bridging the communication gap between product and sales, and projecting 3-year revenue stream for 6 product lines, currently valued at $2M with a 25% year-over-year growth. For both organizations, built out branding identities, catalogs, and annual operating plans at 5% of revenue with ROIs; created annual author marketing plans; produced collateral and communication hierarchy for prospects, customer, and sales enablement. Prepared research, presentations, and deliverables, within 6 weeks for annual sales training meeting.

McGraw-Hill, Sr Marketing Director, New York, NY 2016-2018

As one of three global marketing executives, led the Americas team representing 3 business units and $200M out of $400M in revenue by modernizing print to digital strategies; providing product insights for transformation from publishing to content providers; promoting brand value and identifying strategic messaging; aligning 4 offices in the Americas; enhancing workflows through partnerships with sales, product & user services; using digital campaigns to supplement traditional programs; accelerating deals in the sales pipeline using ABM (Activity Based Marketing); developing customer retention & renewal programs; and establishing marketing “in-between revenue” metrics. Success was defined with Key Performance Indicators (KPIs) such as increased email Click-Thru-Rates from 1.7% to 30%, $10M budget management to mitigate unplanned 10% budget cut, and reduced fixed costs by 50% while stemming an industry decline in sales (down 7% year-over-year) for flat annual top line growth.

Ani Marketing Service, President, New York, NY 2002-2016

Established this New York-based agency to fulfill an untapped global need for “non-employees” that provide high quality, flexible marketing services for public firms, privately-held organizations, start-ups, non-profits, marketing agencies, and business partners. Market research (both quantitative and qualitative) was key in customer success; helping identify Product Development pipelines, Customer Engagement challenges, Help Desk needs, NPS scores, Win-Loss analyses, Employee Satisfaction feedback, etc. Content strategy, development, repurposing, and distribution was also critical, including white papers, green papers, blogging/ posting, social media soundbites, etc.

Reval, VP Marketing, New York, NY 2001

AlliedSignal/ Honeywell, Marketing & Finance Managers, Morristown, NJ 1996-2000

Parker Hannifin, Customer Experience, Sanford, NC 1986-1996

EDUCATION

Cornell University ‘86, Ithaca, NY

Duke University ‘95, Durham, NC

BS, Materials Science & Engineering

MBA, General Management

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